cold calling is not moving freight.

A misunderstanding of what manufactuers are is leads to
tremendous stress for a lot of freight brokers.

If you go about searching for all shippers and beliving they are all customers with the belive they all have freight, you are putting a lot of unnecessary
pressure on yourself.

Pressure that just makes prospecting painful and stressful
to think about or do.

cold calling is NOT moving freight.

cold calling is a sorting process.

It's where you find who is a potential new customer and who
is not.

If someone has no need and no want for what you have to offer, then
they are not a prospect and you can't sell them on an what you do.

You should go about your cold calling efforts with an
attitude of inquiry.

Look for wants that you can fill and customer service that you can
provide, and you have a basis for a business relationship.

Clients often ask me how many calls they need to make,to get a
shipper?

it is impossible to answer this question what I can tell you is that you need as many qulity shippers that you can find and provide proper customer service to

In other words, you have to track these numbers for
yourself,and set your own benchmark,then you must cotinue and to your reah a goal that only you can set.

If prospecting is stressful, stop worrying finding shippers that will move freight with you woth each call Focus on "inquiring" if there is a problem
you can solve, a want you can fill.

And if you think you can't do that cause you worried about
being unseccesful, then I would like to suggest to you.

Stop thinking about what "has not happened" and focus on what will happen and keep your goals in mind and I will see you at the top one day

THE ONLY WAY TO BUILD YOUR FREIGHT BROKER/AGENT BUSINESS

There really is only one right way to build your freight broker/agent business.

First of all you got to realize that you are an interruption
when prospecting, and you have to be comfortable with this
fact if you are going to be successful.

You can't let this fact bother you. And you can't be too
polite about it either.

Here's the formula you gotta follow to build,client base,

1 - know Your Strengths,
2 - Create a Profile of Prospects Who Want You and need you,
3 - Call Prospects that can use you,
4 - Never stop Prospecting.

It's very simple, but too many people don't follow this.

Start with identifying your strengths. Know what you do well,be specific,


Create a profile, of the people who will want what you got. This is hugely important,
and one of the easiest and most overlooked methods for getting more customers.

Far too many freight broker fallen by the wayside by believing
that "everyone is my prospect." Focus on people who are likely to want what you can do for them and will use you

Cold Call to attract your desired prospects. that this is something
that you must do.

cold calling is marketing.until you have a relationship established with a customer, your initial
contact attempts are "marketing".

"deliver" a message about your strengths to a prospect that is likely to want what you can offer, and you'll get some interested people contacting you.

Then all you gotta do is call a prospect that is interested in you.

Build your territory on a strong foundation. Do it the right way, and you'll have long term success in freight broker/agent business.